Sales Engineer - East China

Date: 28 Sept 2025

Location:

Shanghai, CN

Job Function: Commercial

Business Unit: NanoAnalysis

Role Details

Business, Location:	Image & Analysis, China
Role:	Sales Engineer - East China
Reports to:	Sales Manager - East China
Direct Reports:	None
Primary Purpose:	To achieving budgeted sales (value and volume), both for sales and product mix; and to develop close relationships by supporting distributors and customers in order to facilitate increased sales. To have deep understanding of EM products and customer/OEM needs. To develop both academic and industrial market. To develop intimacy with key opinion leaders in the territory. To increase travel efficiency in territory and maximise leads and opportunities development for Oxford Instruments full products.

Key Responsibilities

To achieve or exceed sales targets for I&A in the Eastern region of China.
Establish and maintain comprehensive coverage of the agreed territory and products by supporting customers and OEM partners.
To have deep understanding of EM products and customer/OEM needs

To develop I&A solutions together with application scientists / BD to drive the growth in key segments for I&A.

Key marketing activities organization, including workshop, training course, etc.
Develops and manages the annual process of: creating sales strategies and plans, sales assumptions, projections and goals. Evaluates market conditions and the timely adjustment of sales strategy to successfully adapt to those changes.
Monitors and reports weekly and monthly the status of: sales vs. target, competitor activity, OEM partner news, market opportunities and promotion programs.
Lay out and run workshops and seminars and customer trainings in conjunction with application scientist.
Establishes and maintains an OEM partner training and development program. Adjusts program to meet the needs of OEM partners and market conditions consistent with the long-term goals of the company.
“Reach through” OEM partners to ensure end-user satisfaction, taking corrective action (OEM partner development actions) where necessary.
Support and run joint marketing initiatives with OEM partners through direct mailings, trade shows, workshops, seminars, conferences, and advertising.
Support OEM partners on major bids, ensuring they are won at best price and terms. Intervene personally with end-users as appropriate. Personally lead major bids and win at best price and terms.
To maintain and grow relationships with our OEM partners.
Propose, agree, and deliver strategic account development objectives.
To make sure that the SAP is maintained and kept current.
Uphold OI Brand integrity within OEM partners and operate in a manner consistent with OI brand values.
Ensures that all orders and other customer communications are promptly and accurately handled. Takes appropriate action to communicate customer service problems to customer support team.
To manage overall customer satisfaction.
Build and maintain effective working relationships with staff in all functions of the Business, (particularly marketing, operations and customer service) and with colleagues in Group market development world-wide.
Willing and able to travel within China as well as other countries as required.

Indicative Performance Measures

Sales volume and value for systems against target
I&A cross BU leads and opportunities development
Development of agents, distributors and OEMs
Future order book value/ volume; bid/ win ratio
Leads generation and opportunities turnover rate

Person Specification – Essential requirements unless stated

Education / Qualifications:

Relevant material science diploma or degree and additional business qualification or Master/PhD desirable

Professional Skills/ Abilities:

Experience of selling within an international, high technology environment, or experience from within a Distributor to the industry sector.
Excellent language skills – English and Mandarin both excellent spoken and written.
Progressive business management experience within sales and/or marketing, experience of managing business development activities useful.
Process and procedural oriented. Understands how business processes can be used to reduce cost and improve performance to ensure customer satisfaction and enhance/develop the OI brand in the market.
Commercial understanding - able to assess the financial impact of proposed plans and evaluate activities to ensure maximum value for OI whilst balancing the needs of distributors.
Understands interfaces to related functions – Marketing, Operations etc. and works effectively across them.
Experienced in the use of advanced channel management techniques, e.g. incentivisation would be welcomed.
Proficient PC skills including MS Office

Desirable

Commercially astute.
Technically knowledgeable with with I&A related technology
Strategically experienced – able to create and implement strategy for area of responsibility.

Personal Qualities:

Adaptable, able to flex to needs of customers, team and the business
Proactive. self-starter, completes activities with minimal support. Initiates actions to develop new and better ways of working, using past experience and any mistakes as positive opportunities for improvement.
Customer focused, establishes and exploits good, mutually beneficial customer/distributor relationships. Adept at balancing OI and distributor demands in meeting the ultimate customers needs effectively
"Can do" attitude – Decisive, able to work around issues to deliver performance
Superior communication and interpersonal skills to engage with people.
Strong analytical & negotiation skills, with track record of effective, dificult negotiations.
Organised, with solid administrative/reporting skills
Full driving licence preferable
Rounded in approach – sees bigger picture as well as own priorities and needs
Must be prepared to travel extensively (like to be up to 60% of time)

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